For trade-ins?

I have a '98 ML320 with 42,000 miles and I'm getting low balled at the local dealership with the low end of KBB (9750-10500) on a trade in and was informed everybody locally uses KBB (I'm in DE). The NADA value is 15,600 which is probably unrealistic with today's gas prices but I'd like to get at least 12,000 in trade.

Any help would be appreciated.

 

NADA is not used for appraisal purposes, it is used by Banks to determine the loan value.

Dealers do not use kbb other than as a reference. The Black Book is a more reliable guide, as well as auction reports.

Even if your car is very clean, and has no accident or repair history, it is still a 98 so can not be certified. It is also a SUV that does not get good gas mileage in it's class so that is a real big hit right now.

We must have looked at 20 SUV's the past 3 days, their market value is dropping and appraisers have to factor that in to their offer.

 

Thanks for the honest answer.